**Introduction** A career in IBM Software means you'll be part of a team that transforms our customer's challenges into industry-leading solutions. We are an infinitely curious team, always seeking new possibilities, and dedicated to creating the world's leading AI-powered, cloud-native software solutions. Our renowned legacy creates endless global opportunities for our network of IBMers. We are a team of deep product experts, ensuring exceptional client experiences, with a focus on delivery, excellence, and obsession over customer outcomes. This position involves contributing to HashiCorp's offerings, now part of IBM, which empower organizations to automate and secure multi-cloud and hybrid environments. You will join a team managing the lifecycle of infrastructure and security, enhancing IBM's cloud solutions to ensure enterprises achieve efficiency, security, and scalability in their cloud journey. **Your role and responsibilities** About the team The Global Strategy Team for Cloud & ISV Partner Go-to-Market acts as the dynamic and central hub to incubate and drive HashiCorp’s global partnership strategy with its key ISV and Cloud partners (Palo Alto Networks, AWS, Microsoft, and Google). We’re seeking an innovator to forge powerful alliances, shape market-leading solution sales initiatives, and accelerate ISV Partner growth worldwide. If you thrive on strategic thinking and collaborative execution, apply now to influence the future of HashiCorp’s ISV partnerships. About the Role HashiCorp is seeking a dynamic builder who has the cross functional technical sales and marketing skills to drive a global go-to-market strategy to accelerate business with HashiCorp’s key ISV partner Palo Alto Networks. Reporting into the HashiCorp WW Head of Cloud & ISV Go-to-Market Strategy, the core objective of the Palo Alto Partner Development Manager is to establish a joint GTM growth strategy and scalable solution sales plays in collaboration with Palo Alto. Responsibilities include joint development of business and activation plans, executive alignment, and attaining ISV led pipeline and revenue targets. As a key member of the Global Cloud & ISV GTM Strategy team, the Global ISV Partner Development Manager will have global responsibility for the Palo Alto partnership. The role will include less than 10% travel. What you’ll do (responsibilities) Drive Palo Alto co-sell pipeline and revenue numbers globally Establish and build business plans for Palo Alto that align to sales goal Establish repeatable Palo Alto-focused solution sales plays to enable HashiCorp sellers to focus on formulas for success within their regions Present the HashiCorp portfolio and partner program benefits to Palo Alto partner leadership Drive executive alignment and regular partner cadence meetings to build and maintain partner relationships Leverage HashiCorp’s Partner Sales Teams including SI partners with strong Palo Alto expertise to accelerate cosell growth globally Continuously work with cross-functional teams to establish and execute global enablement programs tailored to drive success of joint Palo Alto business plan Support Palo Alto MDF plans and budgets for accelerating pipeline Monitor and report on sales and partner results based on partner plan KPIs Execute QBR’s with Palo Alto global leadership **Required technical and professional expertise** Minimum 7 years experience working with and managing Palo Alto or similar ISV partners Deep knowledge of Palo Alto programs and offerings Proven track records of sales over-performance Existing Palo Alto partner relationships and network Strategic business and marketing planning capabilities Excellent interpersonal skills and a proven capacity to build strong relationships and drive revenue growth with Palo Alto Demonstrated ability to work cross-functionally Must be self-motivated, have strong self-management skills and should demonstrate basic leadership qualities **Preferred technical and professional experience** Track record of building VP level and above relationships with Palo Alto or similar ISV partners Technical Sales acumen IBM is committed to creating a diverse environment and is proud to be an equal-opportunity employer. All qualified applicants will receive consideration for employment without regard to race, color, religion, sex, gender, gender identity or expression, sexual orientation, national origin, caste, genetics, pregnancy, disability, neurodivergence, age, veteran status, or other characteristics. IBM is also committed to compliance with all fair employment practices regarding citizenship and immigration status.